Sales Force Management

In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, solidifying the book’s position globally as the leading textbook in the field. It’s a contemporary classic, fully updated for modern sales management practice.

Including the Churchill, Ford, and Walker approach, the new edition also features:

A strong focus on leadership, technology, innovation, ethics, and global business

New material integrated throughout the book on multifaceted sales communication approaches, leadership, and the relationship between the marketing and sales functions

Continued partnership with HR Chally, a global sales consultancy that supplies cutting-edge data for each chapter, allowing students to benefit from understanding and working with real-world applications of current sales force challenges

Enhanced learning features, such as short and long cases to stimulate discussion, leadership challenges to assess students’ ability to make decisions, role plays to allow students to learn by doing, and more

Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415534628 .

Description :
In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s r...

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By analyzing and monitoring current trends in the marketplace, Contemporary Sales Force Management helps sales managers align resources and strategic efforts to gain an edge over competitors. You will...

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Sales Force Management, 9e remains the most definitive text in the field today. Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking ne...

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The sales team can often make or break the success of new brands or products. This comprehensive guide provides strategies, models and checklists to help managers and directors strengthen the relation...

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